Senior Manager/Director of Business Development for US Mission Solutions

at  Umbra

Umbra builds next-generation space systems that observe the Earth in unprecedented fidelity.
Our mission: Deliver global omniscience.
To stay ahead of climate change, geopolitical risk, and other major crises and issues, we need a global understanding of what is changing, where, and how fast. Umbra creates the highest quality synthetic aperture radar data available commercially and supports a growing number of inspiring and innovative organizations monitoring the Earth in unprecedented fidelity. We empower our customers to create the solutions that inform and address our planet’s most pressing needs. We’re helping to create a brand-new industry that has never meaningfully existed before.
If you are passionate about new space and the commercial Earth observation industry and want to take a leading role in helping to grow it over the coming years, this position offers a unique chance to have outsized impact.
We are seeking a dynamic and results-driven Business Development Manager/Director (based on level of experience) to join our team. As a key member of the Mission Solutions business unit and reporting to the Mission Solutions director, you will play a crucial role in driving the Mission Solutions growth strategy by identifying new business opportunities, maintaining our weighted pipeline, forging strategic partnerships, and converting pipeline opportunities to contract awards with a focus on pre-RFP customer engagement and opportunity shaping. You will serve as a primary voice of the customer to support internal development roadmaps and our bid and capture strategies. This is is an in-office position in Arlington, VA.

QUALIFICATIONS

• Professional experience in the aerospace and defense community, with a focus on space applications and missions.
• Professional experience in remote sensing product or satellite technology sales and business development.
• Demonstrated ability to grow technology portfolios in the aerospace and defense industry.
• Experience supporting or leading the capture of a wide range of programs with the USG ranging from seedlings to major acquisitions.
• Ability to travel CONUS between 25-50% of time.
• Aptitude for understanding technical concepts and explaining them to lay audiences.
• Excellent written and verbal communication skills.
• Continuous learner that is not afraid to lead through uncertainty, take chances, and learn from his/her mistakes.
• Consistently takes initiative and champions causes that need to be addressed.
• Demonstrated emotional intelligence to interact and empathize with staff, colleagues, cross-functional teams, and customers.
• Comfortable working in a dynamic and fast-paced startup environment with a nationally distributed team.
• Current and active Top Secret clearance.
• Experience with multiple relevant USG agencies including NRO, NGA, SOCOM, Air Force, USSF, SSC, or NASA.

ITAR/EAR REQUIREMENTS

This position may include access to technology and/or data that is subject to U.S. export controls pursuant to ITAR and EAR. To comply with federal export controls, all persons hired must be a U.S. citizen, U.S. national, U.S. lawful permanent resident, refugee or asylee as defined by 8 U.S.C. § 1324b(a)(3), or must otherwise be eligible to obtain the required authorizations from the U.S. Department of State and/or U.S.Department of Commerce as applicable.

• Responsible for US Mission Solutions business development and sales.
• Play a key role in Umbra’s US Mission Solutions strategy to grow new government business, with a focus on developing pipelines of campaign-aligned funded programs and internal investments leading to large programs of record.
• Identify, shape and capture new US government programs as part of a rolling 3-year pipeline.
• Manage the US Mission Solutions sales pipeline and lead pipeline reviews with leadership.
• Support proposal development in collaboration with capture and program management.
• Develop and maintain strong customer relationships.
• Develop partnership ecosystems to increase sales opportunities.
• Remain up to date on government market analysis and customer roadmaps and keep senior leadership and technical teams informed on trends.
• Support government affairs team in establishing and fostering relationships across the US Government community to ensure Umbra is increasingly included in the formation of US defense, intelligence and civil mission strategies.
• Work with the marketing team in supporting aerospace industry conferences and networking events.
• All other duties as assigned.